Planning a SaaS Partnership Strategy

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Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.

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Questions covered in this guide:

Why do partnerships exist?

How are SaaS partnerships different from licensed software partnerships?

What are the different types of partnerships?

Why invest in partnerships?

Does it make sense for small companies to have partnership strategies?

How should you approach integration partnerships?

How should you approach channel partnerships?

How do you go about developing channel partnerships?

How should you approach partnerships if your application is your customers’ “core” application?

How do you measure success of partnerships?

How long will it take to see results?

What’s most important to get right?

What are the common pitfalls?

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